As the market leader in using audio visual technology to transform working spaces, AVMI had grown rapidly through acquisition. We employed Sales Blueprint to help lay the foundations for future organic growth specifically in our key corporate team following a restructure but including a brief to make sure we weren’t missing trick more generally in our overall approach.
Following a review of our sales and marketing operations they made a series of very helpful recommendations around our sales structure overall and in particular the focus for the sales team’s efforts. We asked them to work with us in implementing these recommendations, adding a new sales management layer to drive higher activity and a new internal sales team to improve the average deal size the corporate team worked on. They helped us refine our sales approach, including our marketing activity and improved the sales skills across the board to increase conversion ratios.
They also helped us introduce a new key account planning process for our larger clients to make the most of the significant opportunities they contain.
The results have been extremely worthwhile. 12 months on from the start of the implementation we now have a disciplined sales approach across the team, with much greater emphasis on the ‘right’ type of business and predictable, growing revenues month on month. The members of the team who have been involved from the start have shown a 26% increase in sales over the period and they continue to develop as we add new members and grow.
Overall I would definitely recommend them to anyone looking to refocus their sales efforts and maximise the return from the significant investment that any sales team represents.